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Years ago, the partner at the law firm where I worked at the time approached me about working on a presentation for a major client. The client had significant business and personal holdings and was looking to do both income and estate tax planning.

We prepared for this meeting for about two weeks and came up with a plan that would address all of his concerns. Part of our plan involved getting his children more involved in his business (which he claimed he wanted) and we also suggested a gifting program to donate significant pieces of his impressive art collection to a local museum (which he also claimed he wanted).

The meeting was an hour away from our office and the partner and I took separate cars. The partner’s car was filled with charts, diagrams and projections illustrating how the various components of the plan would save the client potentially millions of dollars of income and estate tax over time. The plan was that the partner would make the presentation and I would nod and smile as back up.

The partner made the presentation and it sounded impressive. Only we didn’t get quite the response that we were anticipating. The client’s answer? I don’t like it. I’ve changed my mind.

The partner looked ill. He had no immediate response.

Despite the fact that my job was supposed to be to sit on the sidelines and play cheerleader, I piped up. I asked the client what…